Customs Business Development Manager

About the role

Maersk is looking for a Customs Business Development Manager to join its Nairobi team. The role is a sales-oriented Customs House Brokerage (CHB) position accountable for growing the CHB business's market share, revenue and gross profit. It develops and runs the CHB growth strategy, builds and converts a sales pipeline with Sales, and leads customers from prospecting through pricing, negotiation, contracting and implementation.

Key responsibilities

• Develop and execute a CHB growth strategy and win new CHB business, deepening penetration in existing accounts
• Build and maintain a CHB sales pipeline and own customer engagement from prospecting to implementation
• Achieve agreed CHB sales, clearance volume, revenue and gross profit targets
• Develop business cases for new services and growth initiatives, and support pricing, proposals, tenders and negotiations
• Acquire new customers, expand service adoption in existing accounts and run regular customer reviews to find upsell and cross-sell opportunities
• Monitor market trends, competitor activity and customs regulations, and represent the company at industry forums and trade associations
• Track the CHB pipeline, conversion rates, revenue and gross profit, deliver sales forecasts and highlight risks and opportunities
• Work with Operations, Customer Experience, Finance and Compliance to design compliant, scalable customs solutions and ensure smooth onboarding of won business
• Keep up to date with customs regulations and trade compliance, and assess regulatory changes as customer opportunities
• Lead strategic projects such as service standardization, digital adoption and process improvement

Required profile

• Bachelor's degree in supply chain management, logistics, international trade, business administration, economics or a related field
• Professional certification in customs, trade compliance, sales, commercial management or supply chain management is an advantage
• 5-10 years of experience in customs brokerage, freight forwarding, logistics, international trade or a related field
• Demonstrated experience in CHB sales, business development, customer acquisition or solution selling, with evidence of revenue, volume or gross profit growth
• Experience working across Sales, Product, Operations, Customer Experience, Finance and Compliance